Fortinet, HP Inc. and SunGard Availability Services have embraced consumption-based or as-a-service sales, but the IT channel has often struggled with supporting an annuity business model. (From ITBestOfBreed.com)

Doron Kempel says selling hyper-convergence can be challenging for solution providers, but success will come from taking business from competitors that are unprepared or hesitant to embrace the technology.